Why so many salespeople are falling short

08/13/2013 | A Sales Guy blog

The business environment has changed during the past few years, and many salespeople have failed to adapt, writes Jim Keenan. Many sales representatives have neglected social media and have failed to make inroads with customers who have access to more information than ever before. "Today, information is ubiquitous. Buyers don't need the sales person until much later in the sales process," Keenan writes.

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